What Procurement Teams Really Want—and What’s Still a Dealbreaker
As ceramic buyers grow more ESG-savvy, their expectations are shifting from vague claims to clear performance. For distributors, staying competitive means understanding what features actually influence selection—and which “green upgrades” buyers still won’t pay for.
This blog will cover:
What commercial and public-sector buyers now expect in specs (EPDs, recycled content, regionality)
Tradeoffs buyers are willing to make (e.g., 10% price premium for verified LEED points)
Features that aren’t worth the cost unless mandated (e.g., niche certifications with no LEED value)
How preferences vary by sector: multi-family, education, healthcare, and retail builds
Tips for bundling ESG data into product quotes to reduce buyer friction
Distributors who understand buyer behavior can position sustainability as a spec advantage, not a cost obstacle.
